Partner Business Manager

Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

The Partner Business Manager (PBM) for Managed Service Provider is Individual Contributor that covers channel business for all SAP Cloud solutions (S/4 HANA RISE & S/4HANA Grow, HCM, FSM, BTP, SCM, AI, CX, etc.). The PBM is responsible for proactively developing the partner's SAP business by helping finalize their business plan, driving sales (to net new customers and to the partner's current customer base), demand generation, build on partner capabilities to grow SAP's cloud subscription revenue across the SAP solution portfolio in designated territories.

The PBM is the main point of contact for building the partner relationship with SAP. The PBM is the central advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, solutions teams, peers, etc.) to drive partner investments and growth in SAP's solutions portfolio. The PBM is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.) without under- or over-utilizing those assets. He or She develops partners for long term engagements, maintaining health-of-business and transformation to new solutions, technologies and models. The Partner Business Manager supports partner enablement to drive partner self-sufficiency, from demand generation to closing deals. The PBM also supports partners in sales cycle via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on the following metrics - revenue, year-over-year growth, market share growth, build on partner maturity, adoption and renewals of strategic solutions (i.e. RISE, Cloud) and Corporate segment impact including scaling Partner Led Territories business with partners.

Key Responsibilities:

• Develop and manage the MSP & Cloud BPO business in SEA MU.
• Partner and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
• Achieve / exceed quota targets by Quarter.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and orchestrate engagements end to end with our Partners and Field Teams
• Maximize the contribution of our existing MSP partner portfolio in the SEA Market Units resulting in a larger share of wallet and increased revenue and order entry volumes for SAP.
• Engage with the SEA Market Unit Teams to selectively grow our MSP partner community including the Group SI’s
• Develop and share an effective internal and external network and effectively collaborate with other functions or units like, Line of Business Sales, SAP Field Sales, TEMs, other Partner Teams, Marketing, Solution Management to enable outsourcing partner business.
• Ensure compliance of all sales and partner efforts.
• Ensure efficient opportunity identification and qualification, pipeline integrity, actuality and forecasting accuracy to support reporting requirements and business reviews.
• Execute and maintain strategic joint business plans, Ensure alignment on all levels (global, regional, local, solution areas, industry areas, etc.) on both sides in order to fine-tune and finalize the annual business plan.
• Build review cadence and drive performance score carding with key stakeholders within the partner
• Understand partner strengths, economics, business imperatives and partner profitability.
• Achieve key stakeholder, including c-level, buy-in and investment at top partners to support SAP’s growth strategy in terms of license and services capacity growth
• Manage Partner Pipeline and collaborate with Corporate, PLT/TEM & Key/Enterprise opportunity owners
• Drive resolution of conflicts in order to maintain a long-standing and productive business relationship based on mutual trust.
• Leading and orchestrate a (Virtual) Account Team demonstrating leadership skills in the orchestration of internal and partner teams.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.
• Drive engagement with SAP Marketing resources to support partner demand generation and promote success

Experience & Language Requirements:

• 15+ years working experience in the software industry
• 5+ years in a partner facing role (ex. Sales, Consulting, Customer Service)
• Demonstrated partnering and sales leadership skills
• Relevant experience in developing and growing cloud business with partners / SAP Solution Portfolio
• Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners
• Strong analytical competencies
• Effective communication and presentation skills an executive level
• High energy - brings innovative ideas to the team and champions best practices
• Proven capability to work in a team and collaborate, with independent accountability
• Local market knowledge with relevant working experience and understanding (software industry, trends, vertical market industries, etc.) and preferable across SEA

Location: Singapore

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

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Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 444326 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid